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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing Customer P&L, driving growth through customer propositions, and leading product management in a regulated environment. Proven ability to improve key metrics such as LTV:CAC, churn, and AUM while collaborating across finance, risk, and compliance.
Highest-signal resume keywords
Customer P&L ManagementDigital Banking ExperienceProduct Management for Balance-Sheet ProductsRegulated Environment ExperienceCustomer Acquisition and Retention
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Customer Proposition DevelopmentP&L OwnershipLTV:CAC AnalysisChurn ManagementProduct PricingDigital Asset ManagementKYC ComplianceUnit EconomicsCustomer Contribution MetricsOn-Chain Flows
Soft Skills
LeadershipCollaborationStrategic ThinkingCommunicationProblem-Solving
Industry Keywords
FintechPaymentsDigital BankingE-MoneyRegulated BankingCrypto-Native PerspectivesClient CoverageCustomer Lifecycle ManagementStructured ProductsRisk Management
About the role
Key responsibilities & impact- Own the Customer P&L for retail and institutional customers
- Grow customer-held assets through deposits, savings, lending, credit, trading, and structured products
- Own Growth across audience, lifecycle, and content, including CAC and approved-to-paid
- Own retention, churn, Client Coverage, net new AUM flow, covered-book retention, and products per covered member
- Lead Product Design, including a unified design system and customer experience
- Unite Growth, Client Coverage, Mission PMs, and Product Design under one operating model
- Partner with Finance, Risk, Treasury, Compliance, Operations, Technology, and Engineering
- Apply regulated-bank and crypto-native perspectives to customer and product decisions
- Report to the CEO and provide the CEO and Board with Customer P&L and customer metric performance
- Establish a Customer P&L baseline within 30 days
- Launch a unified Customer operating model within 60 days
- Deliver at least one measurable improvement in LTV:CAC, approved-to-paid, churn, or net new AUM flow within 90 days
Requirements
What you’ll need- 10+ years in senior commercial or customer leadership (CCO, Chief Growth or Commercial Officer, MD or Head of Retail or Wealth, or equivalent)
- Experience in digital banking, fintech, or payments
- Meaningful experience in a regulated environment, such as banking, e-money, or an equivalent prudential/conduct regime
- Hands-on experience building and growing customer propositions involving digital assets, custody, on-chain flows, Bitcoin-backed lending, or similar
- Experience owning a customer or product P&L judged on contribution, balances, and margin
- Fluency in NIM, unit economics, customer contribution, and LTV:CAC
- Track record of acquiring, activating, and retaining members in a regulated, KYC-heavy environment
- Experience improving approved-to-paid and churn while managing CAC at a level justified by LTV
- Experience leading product management for balance-sheet products such as savings, lending, or structured products
- Experience pricing products with Finance and managing PMs who own product economics
- Commercial and risk fluency; ability to build business cases that withstand Finance, Risk, and Compliance scrutiny
- Proven outcomes involving LTV:CAC, approved-to-paid, churn, AUM, or customer contribution
- Dedicated workspace
- Reliable internet connection with the fastest speed possible in the candidate's area
- Alignment with Our Values and Xapo Values-Driven Leadership principles
Benefits
Comp & perks- 100% remote work from anywhere in the world
- Flexible PTO plan
- Flexible work schedule
- Yearly budget for individual learning and development goals
- Opportunities to learn from books to conferences
- Autonomy and collaborative teamwork
- High-performance team environment